Tue.Jul 13, 2021

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How to Reach Decision Makers Every Time

No More Cold Calling

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. Part Two: Everything that happens after that. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction.

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Is Your Pipeline Taking A Summer Holiday?

The Pipeline

By Tibor Shanto. Summer, traditionally a time to kick back, relax and enjoy the brightest and warmest time of year. Business seems to move at a calmer pace as people enjoy school and work vacations. And while there is no doubt that the pace may be different, there are ways to take advantage of the “ summer lull.” But while elements of the change in pace are true, it requires a change in our action, not a lack of action.

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A Home Run - How the Right Data Can Help You Hire Your Ideal Salespeople

Understanding the Sales Force

Last night Major League Baseball held its annual Home Run Derby. We've seen the home run derbies before. We watch them every year. They are always the same - each slugger tries to hit more home runs than the other sluggers in the contest. At the same time, they are always different and last night there were four stories that made this year's home run derby different from all the rest.

Hiring 323
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The State of Selling With Lori Richardson

Sales and Marketing Management

Lori Richardson, founder and CEO of Score More Sales, talks about changes that B2B sales has undergone in the last year and a half and what that means for fielding a strong sales team. The post The State of Selling With Lori Richardson appeared first on Sales & Marketing Management.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Are You A Strategic Game Player?

Smooth Sale

There are positives and negatives associated with being a game player, but a strategic game player is at another level. Using strategy implies studying, reviewing, and giving thought to better ways for proceeding. Efforts perform best when they include a thought-out plan.

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More Trending

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Are We Underperforming Our Potential?

Partners in Excellence

It’s the end of the quarter, we’ve hit our numbers. We take a moment to celebrate, high 5 each other and revel in the success. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more? Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better?

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Why Would Businesses Want To Do A Sales Diagnostic?

The Center for Sales Strategy

First, it was a phone call. Then an email. Finally, a text message. Was my wife trying to get a hold of me? No, it was my doctor's office. It was that time of the year — time for my annual check-up. Ugh! Does anyone get excited to have a physical done by your doctor? It's uncomfortable, a bit invasive, and he's going to tell me all of the things that I've done wrong in the last year that I already know, but I don't want to admit to myself.

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Buying Is Broken! What’s This Mean For Selling?

Partners in Excellence

It’s so intriguing, we see our customers and prospects struggling with buying. According to research, the majority of the time they fail in their buying journey, abandoning it. And this is for people/organizations that recognize the need to change. It doesn’t account for those customer that don’t recognize they have problems and should change.

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How to Handle Sales Rejection: 15 Great Tips to Recover Fast

LeadFuze

Worrying about how to handle sales rejection? Every salesperson has to go through that. In time though, you’ll get used to it and realize that it’s part of the business. For now, let’s first talk about what sales rejection is. . What is a Sales Rejection? No matter how thick your skin is, if you’re not prepared for the inevitability of sales rejection, then it will be hard to overcome.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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7 Jaw-Dropping Stats That’ll Change Your Approach to Sales Discovery Calls

Mindtickle

Discovery calls are an essential part of the sales process, allowing sales reps and prospects to determine if it makes sense to move the relationship forward. Kind of like a first date, right? On these calls, your sales reps have one chance to make a great first impression — and set the tone for the entire sales process. No pressure, right? . But here’s the thing: discovery calls often go wrong.

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17 Reasons Your Outbound Emails Go to SPAM (and How to Fix It)

Growbots

Landing in SPAM? Getting labeled as junk? If your outbound email marketing isn’t hitting the inbox, it’s not going to work. Here are 17 reasons your emails go to SPAM — and what to do about it. Your Outbound Emails Aren’t Targeting the Right Prospects. You Aren’t Sending Your Cold Emails at the Right Time. Your Outbound Email Subject Lines Need Some Work.

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Colors to Make Your Marketing Pop

Pipeliner

Color has long been a vital part of marketing. It appeals to people both aesthetically and psychologically and has been proven to influence customers’ buying decisions. Companies even pay to study the effects of different colors on consumers and audiences. This helps them make decisions about packaging, marketing, and even website and interior design.

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PODCAST 169: How to Become an Effective Self-Advocate with Mike Feldman

Sales Hacker

This week on the Sales Hacker podcast, we speak with Mike Feldman , President of the Americas Operations and Global Document Services for Xerox Corporation. Effectively communicating your professional successes can feel self-indulgent at times but can help your superiors recognize your personal growth & build standards for the rest of the company.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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How to Succeed at Changing the World [PODCAST]

Sandler Training

Mike Montague interviews Janice Lintz on How to Succeed at Changing the World. The post How to Succeed at Changing the World [PODCAST] appeared first on Sandler Training.

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Don’t Fear the C-Suite

Selling Energy

If you don’t have much experience selling to the C-Suite (CEO, CFO, COO, etc.), it can seem like a daunting task. In reality, it’s only daunting if you’re not prepared – both in terms of what you plan to say and what you expect your audience to care about.

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ZoomInfo Acquires Chorus.ai

Chorus.ai

I am thrilled to share that we have joined forces with ZoomInfo to accelerate our goal to be the #1 Conversation Intelligence Platform, helping companies develop brilliant relationships to achieve their vision, faster. We believe that ZoomInfo is the perfect partner to help us accelerate that mission and pioneer new ways to bring value to you. Our team strives to make your experience the best in the industry, each and every day.

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Territory Management Decoded: How to Uplevel Your Lead Routing and Scoring to Close More Deals

Sales Hacker

Join this session learn how Sales Operations can increase its business acumen with data and align and communicate recommendations in an effective way for all stakeholders. The post Territory Management Decoded: How to Uplevel Your Lead Routing and Scoring to Close More Deals appeared first on Sales Hacker.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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7 Jaw-Dropping Stats That’ll Change Your Approach to Sales Discovery Calls

Mindtickle

Discovery calls are an essential part of the sales process, allowing sales reps and prospects to determine if it makes sense to move the relationship forward. Kind of like a first date, right? On these calls, your sales reps have one chance to make a great first impression — and set the tone for the entire sales process. No pressure, right? . But here’s the thing: discovery calls often go wrong.

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Top 60 People to Learn from at Microsoft Inspire 2021

Nimble - Sales

Microsoft Inspire, the annual conference that Microsoft provides for its global partner community, is scheduled for (July 14–15, 2021). Thousands of partners from more than 190 countries are expected to attend to learn about the product roadmap, the direction Microsoft leadership is headed, how to accelerate the digital transformation for themselves and their customers, as […].

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Proven Sales Prospecting Techniques for SDRs to Book More Meetings

eGrabber

To find your ideal target audience, make a contact with them and convert them into a sale, sales prospecting is important. There are a lot of ways to do sales prospecting, but it is hard to determine which method brings the best possible outcome and can be employed in the marketing process. Some of the top most popular channels for sales prospecting are: Outbound prospecting Cold calls and cold emails are the two top-rated methods for prospecting and keeping your sales pipeline full.

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Showpad Product Release: Frictionless Selling in a Digital Age

Showpad

One of the core capabilities required for modern selling is communicating with buyers on their terms. And to measure its effectiveness, this communication needs to be based on compelling and verifiable methods of true buyer engagement. Top-performing sellers do this by relying on asynchronous communications, sharing information and connecting in new ways, rather than via back-and-forth calendar invites, unwieldy email threads and ever-increasing attachments.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Remember the Journey

Braveheart Sales

My business partner, Casey Brown and I just returned from hiking in Grand Teton National Park. We aren’t technically climbers and we don’t scale rock walls, however, the hike we took consisted of some decent elevation change. We didn’t know exactly what was at the end of the trail we had chosen, other than we had been told the farther we went the prettier the views.

Scale 52
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?? Vagus Nerve and Leadership / Business Performance

Pipeliner

Anxiety and stress come from a specific place within your body — the vagus nerve. In this Expert Insight Interview, we welcome Melanie Weller, a medical visionary with a paradigm-shifting process using the vagus nerve to find health, growth, and success. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Vagus Nerve and Leadership / Business Performance appeared first on SalesPOP!

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Empathy: The Hands-Down Hardest of the Customer Service Skills to Master

Lessonly

The title of this post is essentially my thesis statement. Empathy—true empathy—is so challenging to master, but worth the investment of time, effort, and training. Why is empathy critical in customer service, and how do we train for it? Let’s dive in. The phrase “trust begets trust” has been floating around the workspace, and HR specifically, for years.

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The Power of Storytelling in Connecting and Building Trust (video)

Pipeliner

In this Expert Insight Interview, Mike Bosworth discusses the power of storytelling in creating connections and trust with prospects and buyers. Mike Bosworth is a well-known sales guru, author, speaker, sales philosopher, and story-keeper. This Expert Insight Interview discusses: The power and importance of storytelling. How storytelling is changing in the modern world.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Mapping the Buyer’s Journey, Customer Experience Style

SugarCRM

The challenges that arise for CX within the buyer’s journey are often more complex with companies that are focused on selling to other businesses rathe r than direct to consumers. A challenge to B2B customer-experience efforts is the fact that customer journeys are simply more complex than those for retail customers. B2B companies often have more offerings and services than B2C companies.

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Vagus Nerve and Leadership / Business Performance (video)

Pipeliner

In this Expert Insight Interview, Melanie Weller discusses the role of the vagus nerve in leadership and performance. Melanie Weller is a medical visionary with a paradigm-shifting process to access genius, health and flow in your body and business using the vagus nerve as a portal to health, growth, and success. This Expert Insight Interview discusses: The role of the vagus nerve.

Video 52
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Sales Training and Consulting for B2B Companies

Klozers

Schedule a call.

Company 26